A territory is more than a list of cities. The customers, existing business, travel, and expectations can matter as much as its size. Ask for enough detail to picture a normal week in the role.
Understand the account base
- Which accounts are active, and which are prospects?
- How much of the role involves opening new business?
- Who makes the buying decision, and how long does a sale take?
- What caused the territory to become available?
- Are account relationships shared with another rep, distributor, or team?
A large territory with established accounts presents a different job from a small territory that needs to be built. Ask how the employer describes the opportunity and what evidence supports that description.
Make travel expectations concrete
Ask where the rep needs to live, which areas require regular visits, and how much overnight travel is expected. Discuss early starts, case coverage, on-call responsibilities, and weekend work when those are part of the position.
A role described as remote can still involve field travel or require residence within a territory. Confirm the arrangement for the specific job.
Connect the territory to the goals
How is quota set? How long is the expected ramp? What training, product support, marketing, and clinical resources will be available? Ask how success is measured during the first months and after the territory is established.
Then review the compensation plan against those expectations. Two offers with the same target earnings can depend on very different account bases and sales goals.
Be clear about your own boundaries
When you introduce yourself to Robin, include where you live, whether you'd relocate, and the travel you're prepared to take on. That gives the conversation a useful starting point.
Top Sales Reps recruits nationwide. The candidate page shows published opportunities; this guide is not a list of current vacancies.